Service is 9/10 selling yourself. Lots of people can offer the same service at competitive prices, but if you show up in a clean truck, clean uniform, organized supplies, clean equipment... your client will see that. If you are trustworthy, friendly, courteous and professional you will win more contracts than your competitors. I see a lot of service trucks on the road with seemingly no sense of customer appearance and it always makes me chuckle to myself, if that guy isn't selling lightning in a bottle or a money growing tree, who would want him on their property? I take this with me everyday and try to be clean shaven, in a good mood, positive and confident.
A product is different, but if someone is selling something for much less than you are, I think looking inward and figuring out where you fall behind is important. Maybe they have a better supplier, distributor, importer. Maybe your set profit margins are hurting you? Or maybe it is related to the presentation side, maybe you aren't presenting yourself properly, which in turn doesn't present the product properly.
Lots of people can offer the same service at competitive prices, but if you show up in a clean truck, clean uniform, organized supplies, clean equipment... your client will see that.
100%! Customers appreciate the fact that you are not showing up at their property looking like your truck just did a mud bog run. Perception of a well-run/ company by way of staff wearing clean uniforms, showing up in clean vehicles with graphics, having a pen when taking notes (I've been caught with that one), and maintained equipment goes a long way in setting yourself apart from your competition.
